#robert jackall

Unquestionably, “hitting your numbers”—that is, meeting the profit commitments already discussed—is important, but only within the social context I have described. There are several rules here. First, no one in a line position—that is, with responsibility for profit and loss—who regularly “misses his numbers” will survive, let alone rise. Second, a person who always hits his numbers but who lacks some or all of the required social skills will not rise. Third, a person who sometimes misses his numbers but who has all the desirable social traits will rise.

For What Shall It Profit A Man